Abstract
Overview
Introduction
As many of Europe's commercial fuel card markets reach saturation point there
is a need to identify untapped investment potential. This brief highlights the
markets and segments offering the greatest opportunity for fuel card business
growth and examines customer attitudes towards card usage, the key competitive
obstacles and provides suggestions on how they can be overcome.
Scope
- A comprehensive overview of fuel card volume sales, market value, network
penetration and brand awareness across 18 European countries.
- An understanding of fleet manager attitudes towards fuel cards, contact
channels and providers' customer service performance.
- A quantitative comparison of the competitive dynamics that currently drive
Europe's five key untapped fuel card markets.
- An in-depth assessment of the obstacles to successful entry that exist in
the main fuel card markets and practical suggestions on how to surpass them.
Report Highlights
Europe's fuel card market has genuine untapped potential. The regional fuel
card market was worth €56 billion in 2004, 54% of which was concentrated in
countries where commercial oil card volumes accounted for less than a fifth of
national fuel sales.
Former state incumbents provide a notable barrier to new entrants. With a 40%
acceptance rate across all Spain's petrol stations, Repsol's card network
coverage is over two times larger than nearest rival Cepsa. Repsol also has
the lion's share of the Spanish oil card market with a 60% volume share.
Poland provides the best opportunity for fuel card market penetration.
Uncertainty surrounding the quality of PKN Orlen's fuel card customer service
provides an opportunity for new entrants and existing providers to challenge
its dominance. Some 36% Polish managers could not name the best card provider
in their market.
Reasons to Purchase
- Evaluate Europe's commercial fuel cards markets by volume and sales value
whilst identifying those with the greatest untapped potential.
- Identify potential barrriers to operating successfully in key fuel cards
markets and establish appropriate strategies to overcome them.
- Gain insight into the European competitive landscape including sector
concentration and average network coverage of the major oil card providers
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